| 1. |
- Berggren Newton, Benny
(författare)
-
Business Basics : A Grounded Theory for Managing Ethical Behavior in Sales Organizations
- 2021
-
Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- Background: Managing co-workers’ ethical behavior in sales organizations is a complex social process. To start, sales organizations incorporate several actors to manage, often simultaneously, all with their own agendas. Ethics as a topic is convoluted because it encompasses context-based scenarios which may not have clear-cut right and wrong answers. The management process is an ongoing task managers deal with on daily basis, where mismanagement can lead to severe consequences. The majority of existing research on this area tends to focus on single factors in the management process, not the whole process. While there are some research studies that presents models or integrated frameworks describing the management process, they are few in number.Aim: The aim of this study is to derive empirical concepts and thereby try to develop a theory to facilitate an understanding of the process of managing co-workers’ ethical behavior, where the purpose is to ultimately build an integrated framework. More specifically, this study aims to describe the involved actors’ main concerns and the process by which these are continuously resolved.Methodology: In order to achieve the aim, a method with an inductive approach was necessary. The orthodox Grounded Theory methodology was chosen as research approach since it can generate conceptualizations in an integrated framework which help explain the occurring social processes. Working from this approach means that the researcher develops a new theory that is grounded in empirical data, where the researcher inductively describes the social process. The empirical data was mainly derived from interviews with actors within the field. The data was collected, coded and conceptualized in an overlapping procedure until an empirically derived theory emerged After the emergence of the theory, the empirical data was validated with existing academic literature.Findings: The core category in this study is Business Basics and concerns the desire to continuously conduct business where the management of ethical behavior is a fundamental basis to achieve this. Five distinct categories, all related to the core category were revealed: Bureaucratization, Relationship Investing, Educationing, Monetary Managing and Intuiting. These categories are expressed in social and dynamic processes. They represent different activities, tools, influences and practices that managers can adopt in order to reach their main concern.Contribution: As a contribution, this dissertation provides an integrated framework based on the actors own subjective experiences, describing the dynamic and social processes of managing co-workers ethical behavior in sales organizations.
|
|
| 2. |
- Chowdhury, Ehsanul Huda, 1977-, et al.
(författare)
-
The Contribution of Innovation Hubs Towards Strengthening the Regional Development in Sweden
- 2023
-
Ingår i: International Journal of Innovation and Technology Management (IJITM). - : World Scientific. - 0219-8770. ; 20:2, s. 1-20
-
Tidskriftsartikel (refereegranskat)abstract
- Aim: This study aims to explore the influence of innovation hubs (IHs) on innovation-based regional development.Methodology: This study applied a qualitative approach using a multiple case study method to collect data through 10 semi-structured interviews. A detailed analysis of the data collected was conducted using the content analysis method.Findings: The study shows that IHs can influence both economic and social development. An IH can attract knowledge and expertise as well as investors to the region through its activities and geographical location. The hubs support start-ups, entrepreneurs and smart specialization at the same time as they also enable sustainable development by creating social value. Regions can exchange resources through cross-collaboration via IHs.Research Implications: This study has important theoretical managerial and societal implications. It adds comprehensive knowledge to the existing theory on IHs and regional development by highlighting the influence of IHs on regional development. The study shows both economic and social influence in detail and points out a previously undiscussed concept in the context of the correlation between IHs and regional development.
|
|
| 3. |
|
|
| 4. |
- Eklinder-Frick, Jens Ola, et al.
(författare)
-
Digitalization efforts in liminal space : inter-organizational challenges
- 2020
-
Ingår i: Journal of business & industrial marketing. - : Emerald. - 0885-8624 .- 2052-1189. ; 35:1, s. 150-158
-
Tidskriftsartikel (refereegranskat)abstract
- Purpose: The purpose of this paper is to analyze the benefits and drawbacks that strategically imposed liminality inflicts upon inter-organizational digitalization efforts within the different phases of its utilization.Design/methodology/approach: This study empirically examines digitalization in a large multinational manufacturing company, Sandvik Machining Solutions, using data that were collected through interviews and a qualitative research design.Findings: This study shows that a liminal space separated from the structures in which one is supposed to inflict changes increases the risk of developing an incompatible system that will be rejected in the incorporation phase. An inter-organizational perspective on liminality thus contributes to our understanding of the benefits and drawbacks that liminal space can pose for the organizations involved.Practical implications: The study suggests that, in the separation phase, driving change processes by creating liminal spaces could be a way to loosen up rigid resource structures and circumvent network over-embeddedness. Finding the right amount of freedom, ambiguity and community within the liminal space is, however, essential for the transition of information as well as the incorporation of the imposed changes.Originality/value: Introducing an inter-organizational perspective on liminality contributes to our understanding of the stress that liminal space can place on individuals as well as the individual organization.
|
|
| 5. |
- Fjellström, Daniella, et al.
(författare)
-
Critical role of cluster organisations to overcome SMEs´ liabilities of size, resources, newness, and foreignness in their internationalisation
- 2022
-
Ingår i: International Conference Proceedings. - 9789899121133 ; , s. 111-112
-
Konferensbidrag (refereegranskat)abstract
- The purpose of the study is to find out how clusters can assist small- and medium enterprises (SME) s to expand their business to the international market. A qualitative approach was used in this study where the primary data was collected from five cluster organizations in the region of Gävleborg in Sweden with ten semi structured interviews with key personals in the five cluster organizations. The analysis was done with the help of concepts identified in the literature as well as new themes that was found in the empirical investigation. The findings in this study have shown that the clusters can provide support to the SMEs to overcome obstacles related to capital, learning, innovation, networking, sales and strategy. The clusters can also help the SMEs in terms of sustainability. The weakest link is to help the SMEs to gain social capital where the clusters abilities are low. Each cluster has their niche competence so a collaboration within the clusters is required to help the SMEs in their international journey. The study extends the knowledge around the support system known as clustering as the study shows that only one cluster may not be able to help the SMEs in all the given areas required for their internationalization but a collaboration between clusters can help the SMEs to overcome most of the barriers towards internationalization. Future studies can focus on longitudinal research in this area to be able to follow the journey of the SMEs between the clusters but also to be able to capture and compare if the SMEs and cluster are experiencing the same pros and cons of the support system. We also suggest replicating this study in another region of Sweden to see if the results can be generalized or if it is a very local context regarding the help the SMEs can receive for internationalization.
|
|
| 6. |
- Fjellström, Daniella, et al.
(författare)
-
Enablers of international product customisation strategy - a Swedish case
- 2023
-
Ingår i: International Journal of Business Environment. - : Inderscience. - 1740-0589 .- 1740-0597. ; 14:2, s. 240-276
-
Tidskriftsartikel (refereegranskat)abstract
- The aim of this study is to understand what factors influence companies to customise products international customers and markets. A qualitative case study with semi-structured interviews was conducted at one multinational corporation to gain insights into its product customisation strategy. The findings demonstrate how internationalisation can impact product customisation and identify four factors in the customisation process: culture, internationalisation, knowledge transfer, and product strategy. Tailored marketing strategies that influenced the international product customisation strategy (IPCS) were used. This study augmented on our understanding of how product customisation impacts internationalisation and vice versa, revealing the importance of knowledge transfer in IPCS and its growing impact due to digitalisation. It also shows how both B2B marketing and a tailored marketing strategy are overarching themes in international product customisation, making it one of few studies to recognise the relevance of omnichannel strategy in the B2B market segment.
|
|
| 7. |
- Fjellström, Daniella, et al.
(författare)
-
Enablers of international product positioning strategy – A Swedish SME’s case
- 2022
-
Ingår i: International Conference Proceedings. - 9789899121133 ; , s. 111-112
-
Konferensbidrag (refereegranskat)abstract
- This study aims to identify the main factors that SMEs need to consider when positioning a premium priced product in the international market. In addition, this study aims to acquire in-depth knowledge regarding the market conditions in Germany. This study follows a qualitative research method, where a Swedish SME Damasteel acts as the case company of the research. In addition to the case company, four of their German distributors were interviewed using semi-structured interviews. The data were processed and presented by dividing the findings into six different categories. The empirical findings suggest that the German kitchen knife market is rather competitive, however, there is still potential for further growth and demand has been growing during the past few years. Personalisation of the products is considered one of the current trends. High quality of a product is often linked with high price, therefore, the main factors justifying premium price are the brand name, origin of the product, and customisation. This study contributes to the existing literature by adding new knowledge regarding product positioning and pricing strategies in the German market from the perspective of a Swedish SME. This study highlights the importance of premium price when positioning a high-quality product, therefore, it suggests that a premium product cannot be targeted to a mass audience. Practical recommendations offer insight to the case company Damasteel of the local market conditions in Germany, by providing an overview of the competition and customers in this segment. The focus of this study was on a niche market without offering any detailed information of the different factors influencing the market itself. Future research could supply an insight into how to better target the final customers of a specific market, and how to market a premium priced product for them. In addition, the pricing methods of the new product planned to be launched by the case company Damasteel and the impact on the current sales could be further investigated.
|
|
| 8. |
- Fjellström, Daniella, et al.
(författare)
-
The Role of Digitalization in SMEs’ Strategy Development : The Case of Sweden
- 2020. - 1
-
Ingår i: The Changing Role of SMEs in Global Business. - Cham : Palgrave Macmillan. - 9783030458317 - 9783030458300 ; , s. 65-88
-
Bokkapitel (refereegranskat)abstract
- The diffusion of digital technologies has enabled a notable transformation in firms’ boundaries, processes, structures, roles, and interactions. This digital revolution affects a company as a whole, thereby redefining its strategies, entrepreneurial processes, and governance mechanisms or structures. The aim of this study is to understand how digitalization affects small and medium-sized enterprises’ (SMEs’) marketing strategy. The study uses a qualitative approach with semi-structured interviews. The findings demonstrate that digital marketing tools demand few resources and have a positive effect on competitive advantage. The study contributes to our knowledge on how small enterprises develop strategy, showing that they focus on customer preferences. It also shows the benefits of SME digital marketing where digitalizing an enterprise’s marketing activities helps to reduce costs and increase dynamic capabilities to maintain competitive advantage.
|
|
| 9. |
|
|
| 10. |
- Komunda, Mabel Birungi, et al.
(författare)
-
A Conceptual Framework to Unmask the Relationship between Marketing Mix Strategies, Marketing Culture and Sales Performance of Ugandan Manufacturing Firms
- 2023
-
Ingår i: Journal of Service Science and Management. - : Scientific Research. - 1940-9893 .- 1940-9907. ; 16:06, s. 694-710
-
Tidskriftsartikel (refereegranskat)abstract
- The purpose of this paper was to study the relationship between marketing mix strategies, marketing culture and sales performance of Ugandan manufacturing firms. The study used a cross-sectional and quantitative design. Data was collected at a particular point in time. We employed firm-level data collected by means of a questionnaire survey sent to a sample of 118 of a total population of 178 manufacturing firms. The primary data was collected, coded; correlations and regression analysis were done using SPSS Version 21. Findings revealed a significant positive relationship between marketing mix strategies and sales performance, marketing mix strategies and marketing culture, and marketing culture and sales performance; marketing culture explains more of the variation in sales performance. The use of cross-sectional and quantitative methodology limits the researcher’s ability to make causal inferences and to examine behavioural change over time. Nevertheless, the insight gained from the conceptual framework and ideas posited are useful for developing a future research agenda. There is need for manufacturing firms to promote and recognize marketing culture and marketing mix strategies among CEOs and sales representatives.
|
|
